Pricing & Packaging Lead

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Pricing & Packaging Lead based in Canada.** As the first dedicated pricing and packaging leader, you’ll own the strategy for how a rapidly scaling B2B SaaS portfolio is packaged, priced, and monetized. You’ll work directly with executive and product leadership to shape commercial models for new and evolving products. The role spans pricing strategy, enterprise deal support, sales enablement, CPQ requirements, and ongoing price book governance. You’ll bring together customer willingness-to-pay, competitive intelligence, margins, discounting, and revenue considerations to make high-impact decisions. You’ll also build the tools, frameworks, and documentation that enable a growing sales organization to quote confidently and consistently. This is a hands-on senior individual contributor role suited to someone who enjoys ambiguity, operates from first principles, and turns strategy into practical systems. You’ll have significant influence over monetization decisions while helping establish scalable pricing foundations for the next phase of growth. ### Accountabilities - Own the overall pricing and packaging agenda, partnering with executive and product leadership to determine how products are packaged, metered, and priced. - Lead pricing workstreams for significant product launches, ensuring value metrics, tiers, platform fees, commitments, drawdowns, overages, true-ups, floors, and order-form mechanics are defined before launch. - Build rigorous pricing analyses covering willingness-to-pay, competitive benchmarks, win/loss and discount data, margin implications, and revenue-recognition considerations, then translate findings into clear recommendations. - Evaluate pricing decisions against real-world deals after launch and refine frameworks when they do not perform as intended. - Inventory and rationalize existing products, SKUs, pricing structures, and overlapping frameworks to create a coherent price book with clear list prices, unit definitions, bundling rules, and discount guidance. - Establish standards for pricing exceptions, renewals, expansions, uplifts, repricing, and migration of legacy contracts to current packaging. - Monitor and report pricing performance, including discount depth, price realization, and packaging mix, providing leadership with actionable insights. - Build and maintain pricing enablement resources, calculators, usage-scoping tools, consumption estimators, bundle configurators, multi-year models, and approval-threshold references for sales teams. - Partner with Revenue Enablement to train sales representatives and managers on pricing, packaging, value positioning, and negotiation guardrails. - Collaborate with Deal Desk and sales leaders on large, complex, multi-product, multi-year, and non-standard enterprise opportunities, shaping commercial structures and identifying framework gaps. - Own the business requirements for CPQ price books, including product catalogs, pricing rules, bundles, consumption and overage logic, and approval thresholds. - Define requirements and acceptance criteria for CPQ changes and work with GTM Systems on implementation, testing, rollout, and ongoing price book governance. - Protect the integrity of pricing and data structures that feed billing, ARR reporting, product-level compensation, forecasting, and margin analysis. - Advise GTM Compensation on product-specific commission and incentive structures using pricing, margin, and commercial performance analysis. - Continuously identify opportunities to improve pricing systems, processes, and tooling through practical, iterative improvements. ## Requirements - Proven experience owning pricing and packaging within a high-growth B2B SaaS organization, ideally through significant product diversification or a pricing-model transition. - Experience building and managing price books rather than solely conducting pricing analysis. - Strong experience with enterprise pricing, including multi-$100K and $1M+ commercial opportunities. - Hands-on knowledge of consumption and hybrid pricing models, including value metrics, commitments, drawdowns, overages, minimums, and true-ups. - Experience understanding the forecasting, revenue-recognition, margin, and operational implications of usage-based and hybrid pricing models. - Experience pricing AI or other usage-metered products is highly desirable. - Demonstrated ability to work directly with founders and senior executives, develop evidence-based recommendations, communicate strong points of view, and execute decisions effectively. - Strong financial and analytical capabilities, including modeling margin impact, revenue scenarios, pricing realization, and discount structures. - Experience working closely with sellers and deal desk teams on complex enterprise negotiations and commercial structures. - Understanding of how pricing strategy translates into real-world sales execution, negotiation, and customer value communication. - Experience defining pricing requirements for CPQ or quote-to-cash systems, with a strong understanding of product catalogs, price books, pricing rules, and downstream impacts on billing, ARR, and compensation. - Technical fluency with spreadsheets, BI tools, and SQL, with growing familiarity with AI-powered tooling and automation. - Ability to build practical calculators, scoping models, reference materials, and other tools that sales teams readily adopt. - Strong first-principles thinking, with the ability to develop hypotheses, test them, learn quickly, and iterate rather than over-engineer solutions. - Excellent cross-functional communication and stakeholder management skills, particularly when working across Finance, Sales, Product, Revenue Operations, and executive leadership. - Strong judgment, commercial awareness, attention to detail, and the confidence to challenge assumptions constructively. - Ability to prioritize high-impact improvements, operate independently, and make progress in a fast-moving and evolving environment. ## Benefits - Annual salary range of **$200,000–$260,000**, with compensation designed to be location-independent under a remote-first policy. - Meaningful equity compensation through ISO stock options. - Early exercise opportunity for equity options. - 10-year post-termination exercise window for eligible options. - Remote-first work environment with the flexibility to work from Canada. - Opportunity to be the first dedicated owner of pricing and packaging and establish foundational frameworks with significant organizational impact. - Direct exposure to executive and product leadership on high-value monetization decisions. - Opportunity to shape pricing for a diversified B2B SaaS and AI product portfolio. - Hands-on ownership across strategy, enterprise deals, enablement, systems, and commercial operations.